Sales Director

Location: Austin, United States

About the Role

The US Sales Director is primarily responsible for leading and growing our US Territory sales teams and exceeding monthly, quarterly and annual sales targets. Primarily focused on driving new business through the Territory Sales Model, the role also extends to the full Customer Lifetime Value (i.e. customer retention and growth). As well as the line management responsibilities for the Solution Advisors (sales) and Business Development Reps, the US Sales Director will work cross-functionally with Marketing, Product Management, Finance, Professional Services and Customer Success teams.

You’ll be leading several Territory Sales Teams, consisting of a Business Development rep (whose main role is to provide Sales Qualified Leads), and the Solution Advisor (sales). The wider Territory Model includes the Business Consultant (professional services who scope and implement our solution), and the Customer Success Manager (who looks after our existing customers).  Territory Teams focus on a specific geographic territory, and work together and with Marketing to help our customers define, adopt and validate the value of Brightpearl. This model is a crucial source of demand generation - happy customers advocate Brightpearl and help drive demand.

The successful candidate will be a naturally customer-centric thinker, with great direct and indirect (cross-functional) leadership skills. A strongly self-motivated and driven individual who is outcome-oriented, methodical and tenacious, and can effectively interact with the wider Brightpearl team. The role reports to the Chief Revenue Officer.

Personal Attributes

You will have the best customer acquisition, growth and retention mindset around. You’re passionate about engaging and motivating your team to deliver the best demand generation, lead qualification, opportunity management, customer acquisition and onboarding possible. You have impeccable relational skills and can create win/win environments for all parties that you work with.

Key Responsibilities:

  • Ensure adherence to the Brightpearl Sales Playbook, while always looking for ways to improve both sales execution and the Playbook;

  • Hiring, developing, motivating, coaching and supporting and Brightpearl sales professionals;

  • Managing sales activity, pipeline, forecasts and ensuring above-quota results based on effective opportunity management, throughout the acquisition, growth and retention of our customers;

  • Developing and executing the regional sales plan which supports short and long term business goals;

  • Coordinating and managing to the global operating calendar, e.g. weekly and monthly one-on-one and team-wide pipeline reviews, meetings and training sessions to ensure ongoing development of team members and best practice;

  • Attracting, hiring, on-boarding, coaching, and retaining top sales talent. Performance managing underperforming talent;

  • Coaching direct reports in sales strategy, pipeline management, opportunity management and career planning/development;

  • Monitoring the three levers of pipeline: Marketing, Partners, and Outbound (Territory Team –led);

  • Maintaining excellent product and market knowledge;

  • Being a change agent within Brightpearl to help define new models and processes to grow our business;

  • Working closely with the extended leaders and teams (Marketing, Professional Services, Customer Success) to ensure to capture and take credit for Value Delivered.

Required Experience:

  • A proven track record in building and leading technology sales teams;

  • A naturally compelling leader;

  • 10 years+ in technology sales and cross-functional leadership/collaboration;

  • Degree educated is preferable.

Behavioural Requirements:

  • Lead by example – hold your team and supporting teams accountable;

  • Think strategically, execute tactically and consistently;

  • Great organisation and time management skills are essential;

  • Integrity and a strong say-do attitude.

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